• Provider Relations Specialist

    Job Locations US-TN-Nashville
    Category
    Clinical
  • Overview

    Aspire Health is the nation’s largest community-based palliative care provider, currently operating in 23 states and 56 cities.  Aspire specializes in providing an extra layer of support to patients facing a serious illness through an ambitious palliative care program focused on caring for patients in their homes and outpatient clinics.  Aspire’s clinicians are experts in providing patients with relief from the symptoms, pain, and stress of a serious illness, helping patients and caregivers navigate the healthcare system, guiding patients and caregivers through difficult and complex treatment choices, and providing emotional and spiritual support to patients and their families.

     

    Aspire Health is looking for a results-oriented sales professional with a proven track record of success and a passion for improving people's lives. The Provider Relations Specialist will be a strong partner to internal constituents and external referral sources, and act as a key driver of growth for a quickly growing company in 2018 and beyond. Through establishing strong relationships with key referral sources, the Provider Relations Specialist will help Aspire impact more patients’ lives daily.

    Responsibilities

    • Development of Territory:  Identify key referral sources and effectively manage relationships across the continuum of care. These may include: 
      • Physician Practices – Identify and prioritize physician groups within health plan networks. Generate initial and ongoing individual practice meetings with physicians and/or office managers. Provide education, ongoing assistance and customer service.  Determine key leaders, optimal outreach, group needs, and provide education on Aspire services. Furnish metrics and reporting around patient outcomes.
      • Health Plan Contacts – Identify individuals connected to specific health plans in market. Prioritize outreach based on referral volume expected.  Establish and manage partnerships with various individuals to drive referrals 
      • Hospital Systems – Identify key hospitals and leaders, as well as determine group needs, establishing meeting frequency and cadence.  Interface with case management/SW and discharge planners, palliative care, and Director of Quality.  Provide education, ongoing assistance and customer service.  Furnish and explain metrics and reporting around patient outcomes
      • Home Health and Hospice agencies – Determine those connected with health plan, hospital systems.  Determine market share and prioritize outreach based on volume expected.  Establish and manage partnerships with various home health and hospice organizations
      • Skilled Facilities/ALF/PCH –  Establish relationships with leadership, staff, etc. and educate on Aspire services and how to best collaborate
      • Community Agencies– (home care private duty, Senior advising agencies).  Outreach to various organizations to provide education and serve as point of contact for potential referrals 
    • Relationship Management:Serve as the key contact for referral sources and provide account maintenance.  Manage relationships with external stakeholders and respond to customer concerns. Speak to unique outcome data, dashboards, updates.  Understand needs of customer to build relationships and establish trust. Ability to close a sale and develop working solutions to address concerns. Drive networking and prospecting and maintain high level of customer service always.  Lead vendor tables at professional symposiums, health fairs, etc.
    • Sales Planning and Execution: Create weekly goals, report goals, and execute. Track and provide output of weekly activities to ensure alignment with leadership.  Coordinate and organize travel to ensure weekly goals are met.  Prioritize healthcare organizations and outreach activities based on expected sales yield and identify new business prospects. Identify key stakeholders and establish visit guidelines for each account level (A,B,C level accounts).  Collect opportunity lists for upcoming visits with various stakeholders and identify potential cross-sales opportunities.  Organize informational materials for various stakeholders and provide during meetings.  
    • Communication: Effectively communicate with both internal and external parties. 
      • Internal –  Collaborate consistently with team members to respond to the requests of customers by identifying, interpreting and communicating the needs of referral sources to increase customer satisfaction and improve service. Assist in referral process and protocol. Serve as liaison for internal questions and needs of referral sources.   
      • External – Identify the value proposition and benefits of Aspire’s services for referral sources.  Explain outcomes reports, data, and analytics.  Ongoing customer service and interface for referral sources.  Fielding and answering questions from referral sources daily regarding services. Trouble shooting and problem-solving concerns.  Composing written materials and drafting emails, letters. Educational presentations, formal and informal, to referral sources and lead group discussions.

    Qualifications

    • Bachelor's Degree in Marketing, Business, or a health-related science (e.g., nursing, pharmacy, etc.) or the equivalent
    • 3+ years of experience selling home health or hospice to physician groups, case managers, community agencies, etc.
    • Evidence of achieving sales goals within the market and/or demonstrated track record of consistently exceeding corporate goals
    • Excellent organizational, interpersonal, presentation, facilitation, and communication skills
    • Demonstrated commitment to high professional ethical standards
    • Ability to adapt to a fast paced, continually changing business and work environment while managing multiple priorities
    • Knowledge of physician, hospital, skilled nursing facility, case management and discharge planning service needs
    • Formal sales training highly preferred
    • Up to 100% travel may be required.

    The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the Provider Relations Specialist is regularly required to talk or hear. The employee is frequently required to sit, stand, walk, drive an automobile, use hands, and reach with hands and arms.

     

    Aspire Healthcare is a proud equal opportunity employer.

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